Sunday, September 11, 2005

BeyondVC: Missing an engineering release date can be a symptom of a larger problem

"More specifically, it was pretty clear that the sales reps were not properly trained or equipped to sell the product. When not armed with the knowledge and sales tools to properly sell, it was quite easy for the reps to get derailed during sales presentations, flail when addressing customer objections to the product, and agree to add one-off features to close a deal."

Sounds like a lot of sales reps I've dealt with too, both as a developer and a customer. Of course, as a customer, you should be aware that you are often not well served by these "just for you" specials. They often don't work well, and don't get supported well, or at all.

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